The best major gift fundraisers are people who can balance authenticity with ambition.
Be authentic. Don’t take a job at an organization whose mission you don’t care about. Don’t approach relationships with donors for the sole purpose of making money. Don’t see people as dollar signs. And don’t see your organization as merely a means to an end.
If you work at an organization whose mission is important to you, the authenticity will come naturally. You will be energized by the work your organization is doing. You will find that fundraising conversations come easily. The activities of your organization roll off your tongue, because you care about what you are doing. The mission terminology of your organization is always top of mind, because it is vitally important to you. The challenges and opportunities your team faces are easy to summarize because you think about them on a personal level.
Be authentic.
But also – be ambitious.
If you want your organization to succeed, it is not enough merely to be authentic. It’s not enough merely to care.
You’ve also got to do the hard work of donor outreach. You’ve got to set ambitious goals for yourself. Put in the time. And be willing to be uncomfortable.
When I started my first fundraising gig at Loyola University Chicago, I was a newly minted PhD. I had just finished writing a 300-page dissertation – all while prepping for classes, being a dad, and running the occasional 5k. I was used to hard work.
And in that first year, I did well. I led my team in visits, phone calls, proposals submitted, and proposals awarded. And I led some of my team members in dollars raised.
Because I was new, I was given lower wealth donors. I hadn’t yet earned access to a portfolio of principal prospects.
But I worked hard with the donors I had. I was often the first one into the office and the last one to leave. I worked through lunches and didn’t spend a lot of time conversing with my colleagues.
And during a time when the advancement office was experiencing significant challenges, all of my programs were raising money.
Was there a magic formula? Did I make gold out of straw?
No.
I worked hard.
I wasn’t afraid to pick up the phone and call folks.
I created a consistent rhythm of letters, emails, phone calls, visits, and asks.
I took as many trips as my budget allowed.
I had coffee with anyone who would accept my invitation.
And I took advantage of any opportunities that came my way, no matter how small.
Want to succeed at major gift fundraising?
Be authentic.
But also – be ambitious.
